Chapter 4: Negotiation

Question 1

What are the phases of a negotiation

Answer 1

1) Pre-Negotiation Phase: plan and define requirements, preparation
2) Negotiation Phase:
a) Initiation
b) Solution process
c) Agreement
3) Post-Negotiation Phase: Conclusion and agreement

Question 2

Give 3 different tactics in negotiation

Answer 2

Win-win tactic: both parties benefits for the agreement
Time tactic: patience strengthens position
Nibbling: additional equipment, services for free on top of the deal